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Dental Case Acceptance Percentage
Is 75 % a good case acceptance percentage?
That depends on what the 75% represents.
If the doctor routinely presents abbreviated treatment plans, then of course the percent will be higher.
It's like a quarterback with a very high "passer rating" who plays it too safe and mostly throws very short passes. Nice rating but few touchdowns. In my humble opinion, the treatment plan should add up to the doctor's definition of a healthy mouth. A good exercise to do is to take some time and sit down and write out your idea of a healthy mouth.
Now, compare that definition to every person that comes in. Let's say a patient needs three crowns.
You tell him what he needs but then you say, “Well, lets just start with this one crown.” Right there you are skewing your true failure rate.
There is no production number you can place on it because every practice is different. A general dentist may just be doing crown and bridges so perhaps his typical case fee is $2000 per patient. Cosmetic dentists or someone who does full mouth reconstruction will do much higher than that.
The first thing to do is have the doctor keep track of how much he or she presents and how much is then scheduled immediately afterwards. Then the financial arranger should keep track of those patients who say they know they need to do the treatment but are having a tough time affording it. Then we know by this scenario that the dentist has done his job and his marketing is not going to waste.
If the patient comes to the financial arranger and asks if they have to do the whole treatment plan, then that is a sign that the doctor failed at his job of getting the patient to see the value of his dentistry. It’s a waste of your marketing dollars.
Your treatment coordinator should have a patient who is committed to the work but is trying to figure out the payment for the service.
Kevin Tighe, Cambridge Dental Consultants, Senior Consultant, got bitten hard by the business and marketing bug during long summer days working at his dad's Madison Avenue ad agency. After joining Cambridge as a speaker in the mid-1990s, Kevin went on to become Cambridge’s senior consultant and eventually CEO. Cambridge Dental Consultants is a full-service dental practice management company offering customized dental office manuals. Frustrated? High overhead? Schedule a chat with Kevin at
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There is the good, the bad and the ugly of dental practice management, but many dentists will still tell you the probability is your dental consulting will work if you and your consultant are on the same page. It stands to reason that if a dental consultant had little value, worth or benefit that consultant could not stand up to harsh economic realities for long. A veteran dental consultant is also a "personal coach" who shold bring management wisdom based on "in the trenches" experience along with systems and protocols to that have been successfully implemented in other practices. Top dental consultants talk and network with each other. They pay attention to what systems work and don't across many dental practices.
New Patient Phone Call
New Patient Experience and Patient Education
Daily and Weekly Checklists
General Policy Manual
What gets monitored, gets managed. It is as simple as that. The only way to monitor what gets done is with daily stats especially for your weak areas. For example, one employee should be specifically responsible for calls to patients who are unscheduled, overdue for re-care or need reactivation. Other staff can and should help in coordination with the accountable employee.
What most practice owners are lack in knowledge is not how to book an appointment, but rather how to be an effective leader. The best systems in the world are useless if the staff do not comply. Good leaders know how to get staff to willingly follow through and comply.
Questions To Ask
Do you and/or your staff have to travel or does the consultant come to you?
Is the program mostly one on one consulting versus seminars or courses with multiple clients in attendance?There are advantages to both.
If the dental consulting is one on one who will actually deliver the consulting? I recommend knowing who your specific dental consultant will be prior to signing on the dotted line.
Is program based on a specific dental practice management system? You want to avoid cookie-cutter programs. Ensure the program will be tailor-made to fit your practice's specific needs.
The cost (including travel expenses and downtime) is certainly not the only factor, everything else being equal, it is still a major factor to consider. It's unwise to pay too much, but it's worse to pay too little.
Top Dental Practice Mangement Consultant
My name is Kevin Tighe. I am Cambridge's CEO and Senior Consultant. Before joining the Cambridge team I was in charge of setting up workshops for large nonprofits throughout the United States and Canada. During that time, I was fortunate to receive mentoring from several world-class business consultants, including a dental practice management guru, which led to a position at Cambridge as their seminar organizer. In time, I began crisscrossing the country delivering seminars myself for the better part of a decade. Subsequently, I moved up to senior consultant and eventually owner. Contributing writer to Dental Economics/DIQ, JADA, AGD Impact and Dental Town Magazine.
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